SaaStr

NOVEMBER 2, 2019

Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2 Billion acquisition is just one milestone in the early innings of the company’s story.

Scale 133

Scale SaaS Payments Sales Recruiting Payment Services 133

SaaStr

JULY 25, 2021

As two CEO who love the art of sales and scaling, this one really was special. Jyoti Bansal : And then he started talking about sales and Dev during the breakfast he convinced me if you can marry the right kind of sales scaling and execution then that’s when your business will really, really take off. That fundraising is easier.

Sales Recruiting 257

Sales Recruiting Sales Hiring Scale VP of Engineering 257

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! We invest all over the country and very much in Europe as well including Paris. So, of course, you all know that to scale. Hiring is key.

Sales Hiring 117

Sales Hiring Scale Sales Recruiting Company Culture 117

OpenView Labs

OCTOBER 26, 2021

Prototypes might also help you gain clarity around your offering: is it packaged and priced competitively? The exciting thing about prototypes is that large-scale experiments can be built through open-source projects , which companies like Netflix and Linkedin will do as a strategic way of recruiting top talent. . Still unsure?

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

APRIL 4, 2019

Join us for a fireside chat between Google Cloud and Zenoss, a leader in software-defined IT operations, as we discuss the most common and emerging challenges facing SaaS companies today for both technical and non-technical backgrounds. And the same customer challenges that we were being presented, which was: How do you scale?

Cloud 171

Cloud Scale Trends Machine Learning 171

Sales Hacker

NOVEMBER 4, 2020

Similarly, while a mercenary can be invested in the company mission, it’s not ultimately why they want to work for you. These initial hires will influence how you approach each region, how you build off your success, and what your new office culture is. And office culture is invaluable as a new sales team in a new region.

Sales Hiring 99

Sales Hiring Scale Sales Recruiting Sales 99

FastSpring

MAY 20, 2019

Making the “right” decision will depend on your particular setup, as well as your company culture and your anticipated growth in the future. Having an in-house solution means your company invests resources into building an ecommerce solution for use exclusively within your organization. In-House Ecommerce Solution.

Outsourcing Services 72

Outsourcing Services Payment Methods Payment Solutions Outsourced Development 72

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m. Where does culture begin to breakdown?

Sales Hiring 150

Sales Hiring Scale SMB Sales Recruiting 150

SaaStr

MARCH 7, 2022

Aliisa Rosenthal, VP of Sales at WalkMe , shares her insights on developing a powerhouse inside sales team at scale to succeed in today’s customer-driven marketplace. Companies that have inside sales teams can more accurately predict how much revenue each salesperson is going to generate, thanks to CRM tools. Benefits of inside sales.

Scale 247

Scale Sales Hiring Scaling Sales 247

SaaStr

JANUARY 28, 2020

Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. There’s none of the brands that you’ve seen get to an IPO or continue on to a Fortune 500 company that is not making some significant investments there. Aaron : And they just have to do it.

Sales Hiring 212

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 212

ChurnZero

OCTOBER 4, 2019

We had the right people on our team, but we needed to invest in technology to scale and formalize processes. The customer loves our product, team, and company culture. How to Achieve Net Negative Churn By Using Value Metrics in Your Pricing – Find out what the secret is to unlocking the magic of net negative churn.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. Kind of make investments to sort of like get a fly wheel around a particular market or product moving. And so the key strategies and objectives that we lay out for the company that we need to make sure that we nail.

Scale 156

Scale Scaling VP of Engineering Sales Hiring 156

SaaStr

MARCH 5, 2019

In place of a traditional sales organization, we’ve invested in easy to use products. Kind of make investments to sort of like get a fly wheel around a particular market or product moving. And so the key strategies and objectives that we lay out for the company that we need to make sure that we nail.

Scale 142

Scale Scaling VP of Engineering Sales Hiring 142

Casey Accidental

NOVEMBER 13, 2019

Kevin Kwok and I have often discussed that growth at some scale equals an adjacent business model: Ecommerce businesses trend towards marketplaces over time e.g. Amazon. 2 Founders have to shepherd the right new and existing resources most likely to value the business model transition and change the company culture.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. I do want to ask, though, because it’s such an incredible experience to see a company like Dropbox in the hypergrowth mode that you saw it in.

Sales Hiring 207

Sales Hiring Sales Recruiting Scale Technical Advisors 207

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Three times the price of our original product. Incredible.

Scale 202

Scale Sales Hiring Scaling Strategy 202

SaaStr

APRIL 17, 2019

What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? What does Steve believe is the right culture for devops teams? How can a CEO determine when is the right time to fundamentally invest in devops? I’m, again, fascinated by [inaudible 00:07:35] points within organizational scaling.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Totango

JULY 1, 2022

One of the most important loyalty metrics is the Net Promoter Score (NPS) , which uses a scale of 0 to 10 to measure a customer’s willingness to recommend a company, product, or service to a friend or colleague. B2B SaaS customer loyalty can be quantified through key performance indicators.

B2B 108

B2B B2C Underperforming Technical Team Business 108

SaaStock

FEBRUARY 14, 2019

Meet Our Speakers… Patrick Arippol, Managing Director of Early Stage Investments, DGF Investimentos. His first career steps were at Seer Technologies and Monitor Company in the 1990s. He is leading DGF Investimentos’ specialized early-stage investment group – DGF Inova. He will be the chairperson at SaaStock LatAm.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

SEPTEMBER 18, 2020

They’ve invested in all of these other businesses. And now they’re sitting in your conference room at your little company, and telling you, “Hey. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.”

Sales Hiring 246

Sales Hiring CTO Hire Scale Investment 246

SaaStr

MARCH 6, 2020

314: According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. And in many ways, because the reality is, when you’re running through scale like that, things are moving at a breakneck pace. And I was like, they’re the same thing.

Scale 219

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 219

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? It just made it a lot easier for us to scale up Salsify as we found success. What does it take to expand effectively?

SaaS Payments 279

SaaS Payments Scale Payment Services Payment Solutions 279

SmartKarrot

DECEMBER 18, 2020

As more and more companies are realizing the need to become customer-centric, their investment in customer service – both financial and conceptual – is rising rapidly. For any business, scaling is the only way towards sustainable growth. The economies of scale work best with technology.

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SmartKarrot

DECEMBER 18, 2020

As more and more companies are realizing the need to become customer-centric, their investment in customer service – both financial and conceptual – is rising rapidly. For any business, scaling is the only way towards sustainable growth. The economies of scale work best with technology.

Marketplace as a Service 10

Marketplace as a Service Trends Customer Lifetime Value Headcount 10

SaaStr

APRIL 9, 2019

Eric talks about the early days of Zoom – how he secured his first investors, employees, and major customers – as well as how Zoom maintains a happiness-oriented culture while achieving skyrocketing growth. Quick recap: Keep your pricing simple. And then, invest your energy and time into the product.

Sales Hiring 136

Sales Hiring Scale CTO Hire Marketing 136

Chart Mogul

APRIL 3, 2018

These recent subtle shifts in approach to B2B branding have snowballed into a full scale rethink of what it means to produce and sell B2B software. So how else can companies differentiate themselves? Price — yes, but that’s a race to the bottom. But the list of elements that influence branding is huge: Company logo.

Branding 97

Branding B2B Investment User Experience 97

SaaStr

FEBRUARY 1, 2019

In Today’s Episode We Discuss: * How Amanda made her way into the world of SaaS and came to join Zendesk as their first marketing hire seeing the company scale to over 2,000 over the next 7 years. What were some of Amanda’s biggest learnings from seeing Zendesk scale from 12 to 2,000? What are the challenges with this? *

Sales Hiring 109

Sales Hiring Communication Scale Interviewing 109

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. There’s investment arms all over the UK.

Technical Advisors 167

Technical Advisors Scale Sales Hiring Sales Recruiting 167

SaaStr

JUNE 4, 2021

We can look back at how Datadog scaled. So what happened to us is that we had … Previous company, I was running the development team and he was running the technical operations team or ops team. We had worked together in four different companies before that. We scaled them from scratch, basically.

Scale 295

Scale Underperforming Technical Team Sales Hiring Engineering 295

Neil Patel

JANUARY 11, 2021

What is the price that customers are willing to pay for products and services in your market? You can also leverage personal relationships by asking friends and family for a loan or to invest in your business. Crowdfunding gives you direct access to small investments that can add up to something massive. Online Crowdfunding.

Underperforming Technical Team 128

Underperforming Technical Team Business Sales Hiring Scale 128

SaaStr

MARCH 3, 2020

You can come up to me after this and I can give you a list of 10 people, but find somebody that’s been a VP of Sales before successfully in a startup, scaled that to some level of success and make that person sort of an independent arbiter of that process. And no sales people currently performing in the company? No, no, no.

Sales Hiring 167

Sales Hiring Sales Recruiting Scale CTO Hire 167

SaaStr

MARCH 12, 2019

Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. We are screwing up the scale. Pricing doesn’t really matter at this stage. Pricing is around commitment. Pricing and demand gen matter a ton to get LTV:CAC work.

Scale 223

Scale Sales Hiring Revenue VP of Engineering 223

SaaStr

FEBRUARY 14, 2020

How did her time at Gusto teach her about the right way to build company culture? What price points is required for an ABM strategy to be viable? * I do want to ask you, because you saw such incredible times of scaling and hypergrowth with them, what were your biggest takeaways from that experience?

Scale 193

Scale Sales Hiring B2B Scaling 193

SaaStr

APRIL 18, 2019

But my co-founders has done an amazing job, creating a scale platform that now has 600,000 reviews and 3 million SaaS software buyers coming every month looking for products like yours. And as a hobby we have just launched another SaaS company called ThreeKit. Once you’re selling and starting to scale and now you need a team.

Sales Recruiting 182

Sales Recruiting VP of Engineering Scale SaaS Payments 182

SaaSOptics

MAY 6, 2022

How do you scale SaaS startups from the seed stage to mature industry leaders? To scale an early-stage company, you need to focus on the following core areas of your business: Financial Core —to create a streamlined quote-to-cash process. Invest in budgeting and forecasting tools. You’re in luck. Customer Core.

SaaS 76

SaaS Scale Underperforming Technical Team Forecasting 76

SaaStr

NOVEMBER 12, 2019

One of the more common things that I tell entrepreneurs is to immediately raise prices. Every time we raised prices, the sales team was freaked out that nobody was going to buy our software. Every time we raised prices, the sales team was freaked out that nobody was going to buy our software.

Sales Recruiting 170

Sales Recruiting Scale Outsourcing Services Sales Hiring 170

SaaStr

JULY 26, 2019

* Why does Eric believe that hitting the employee 50 mark is a huge moment for founders and the scaling of the company? How has Eric seen his role evolve with the scaling of the team? How does one create and retain accountability and ownership at scale? * How did Eric find raising the Series A as a non-Bay area company?

Sales Hiring 147

Sales Hiring Scale SaaS Payments Payment Services 147